the way that you can reward. maybe not financial compensation but like greg was saying, a merit badge or encouragement tool or, hey, we got this far, let's celebrate over x, y, z. >> greg, how do you figure out the right balance between commission and salary. >> depends on the economics of your sale, of course. if you're selling a big-ticket item with high gross margin, can you afford the salary. but if you're in a transactio transactionsal sale, small dollar amount, gross margin might be tighter, then you want to keep your costs variable and go with more commissions. >> let's say you're giving higher commissions. a lot of these salespeople, they're selling a lot of products. how do you keep them excited about your product? >> in our environment, again, it is -- i love a salesperson that sits across from me that says, pay me commission, i don't want a salary. i know that's a go-getter. you got to love that guy or gal. for us, it's the enthusiasm.